The Professional Selling Workbook contains sales exercises compiled from both academic and industry trainers, as well as additional exercises specifically developed for this workbook. Can be used as a stand-alone text for personal selling or as a supplement text for sales management. Features: * The book focuses on the numerous processes and skills inherent to trust-based, relationship selling - not just the simple six or seven traditional selling steps, like the other textbooks. * The Communications modules - on listening skills and questioning skills - and Relationship Development module are unique to this workbook and are not found in any other product on the market. * Exercises include such multiple subprocess and skills as numerous forms of communications and listening, along with relationship development and nurturing. * In addition to the number and variety of exercises available in each section, the workbook offers the instructor a mix of truly experiential exercises, coupled with self-assessment tools and cognitive discussion question, enabling the book to be used both in and out of class to reinforce and enrich reading and lectures. * The workbook thoroughly develops and illustrates the ADAPT methodology for buyer-seller collaboration in needs development. Though similar to SPIN selling, this approach is more readily understood and applied by students in both college and industry classes. * Developed by faculty members actively involved in teaching personal selling and sales management, all exercises have been thoroughly classroom tested and refined to maximise the benefit to students and instructors. * In addition to its outcome-assessment tools, the workbook ties into the AACSB and industry emphasis on enhancing student communications and interpersonal skills. It is further distinguished by its inclusion and coverage of the knowledge and skill requirements evaluated by the Sales and Marketing Executives International salesperson certification program.

Professional Selling Workbook

Business & Money

Ingram,Thomas

Avila, Ramon

Marketing & Sales

Harcourt College Pub.

MindTap Marketing for Ingram/Laforge/Avila/Schwepker/Williams' SELL helps you learn on your terms. INSTANT ACCESS IN YOUR POCKET. Take advantage of the MindTap Mobile App to learn on your terms. Read or listen to textbooks and study with the aid of instructor notifications, flashcards and practice quizzes. MINDTAP HELPS YOU CREATE YOUR OWN POTENTIAL. GEAR UP FOR ULTIMATE SUCCESS. Track your scores and stay motivated toward your goals. Whether you have more work to do or are ahead of the curve, you'll know where you need to focus your efforts. And the MindTap Green Dot will charge your confidence along the way. MINDTAP HELPS YOU OWN YOUR PROGRESS. MAKE YOUR TEXTBOOK YOURS. No one knows what works for you better than you. Highlight key text, add notes and create custom flashcards. When it's time to study, everything you've flagged or noted can be gathered into a guide you can organize.

MindTap for Ingram/Laforge/Avila/Schwepker/Williams' SELL, 1 term Printed Access Card (MindTap Course List)

WILLIAMS, Michael

LaForge, Raymond (Buddy)

Schwepker, Charles

Cengage Learning'

Master today's most effective professional selling concepts and skills with SELL, 7E by 4LTR Press. Updated, streamlined chapters cover the most relevant topics and current industry selling practices. This edition covers recent technology, including artificial intelligence, for use in the selling process. New or expanded coverage addresses storytelling in sales, customer engagement and the customer experience. This edition's visual presentation is complemented with new chapter-opening vignettes and new coverage of the latest ethical dilemmas and virtual selling strategies. Study tools and activities like case studies and role play videos help you prepare for real-world situations. MindTap digital resources let you read or listen to chapters and study with flashcards and practice quizzes. When it�s time to review, you can easily gather everything you�ve flagged or noted into a guide you organize. Track your scores so you know where to focus efforts to reach your learning goals.

SELL

Economics

Learn Principles of Selling YOUR Way with SELL! SELL's easy-reference, paperback textbook presents course content through visually-engaging chapters as well as Chapter Review Cards that consolidate the best review material into a ready-made study tool. With the textbook or on its own, SELL Online allows easy exploration of SELL anywhere, anytime - including on your device! Collect your notes and create StudyBits™ from interactive content as you go to remember what's important. Then, either use preset study resources, or personalize the product through easy-to-use tags and filters to prioritize your study time. Make and review flashcards, review related content, and track your progress with Concept Tracker, all in one place and at an affordable price!

SELL (Book Only) (MindTap Course List)

See the best price to sell, buy, or rent books by Avila, Ramon. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Avila, Ramon